Law of Averages

The law of averages is a simple system. Essentially, it is a numbers game. The idea is that if you ask enough people, somebody will eventually say yes.

However, this only works if you maintain your attitude throughout and give the same quality of pitch and the same conversation structure to every person. For example, if you speak to one person and they turn you down, they’re rude to you and from then on you are disheartened, this will come across in your voice, your pitch will be sloppy and flat and you’re unlikely to find anyone willing to listen to your entire pitch. If, however, you brush off any negativity and continue with the same pitch and the same effort throughout, you will eventually find the person who will listen to your pitch and give you the sale.

Assuming you keep your attitude throughout, a pattern will emerge over a few days that will show you that for every ‘x’ people you speak to, you will make ‘y’ sales. According to the Law of averages, these sales could come at any point of the day. Some days, all your sales will come from the first ‘y’ people you speak to. Other days, all will come from the last ‘y’ people you speak to or they will be spread throughout the day. On a day where all your sales come at the end, it is vital to truly believe in the law of averages, to truly believe that you simply have not spoken to enough people yet. Inexperienced sales people will give up early on a day like this. The experienced sales person will continue until they have spoken to their target number of people. The day is not lost until you have spoken to ‘x’ people and not made ‘y’ sales